Your Sales Force Can Reach Peak Performance with TerrAlign’s Sales Force Consulting Services

August 1, 2014

For sales reps, it is all about the numbers – quotas, deadlines, commissions. And for some, their ability to make the numbers seems limitless. The rookies think these hunters are gods, their powers of persuasion surpassing mortal ability.  They look on with envy and admiration as they struggle through every phone call and negotiation.

Management too may view their sales force through rose-colored lenses, shining a bright light on those that exude charisma and confidence while leaving others in the shadows, waiting for the next star to come along.

While it is true that many of these hunters have a talent for closing, very often the obstacle which prevents a sales force from maximizing performance has less to do with the sales team and more to do with the sales organization.

Are your best sales reps assigned to the regions with the most potential? Of course they are.  The real question is, are they ignoring the low hanging fruit and harvesting only the cream of the crop?

TerrAlign has been in the business of sales territory management for over twenty years and knows how to look behind the curtain.  Assigning your stars to the most fruitful regions is par for the course, however if your sales force size, sales territories, and call plans are not strategically analyzed and optimized, then your sales force will fall short of peak performance.  Without a carefully planned sales organization, you may be unwittingly sabotaging the rookies and worshiping mere mortals.

The expert consultants at TerrAlign can help your sales force harvest unrealized potential and reach peak performance. Our sophisticated approach to sales force optimization combines analytical prowess, advanced technology and decades of experience. TerrAlign’s sales force consultants have developed a sophisticated framework structured to first assess and optimize a company’s processes, then map sales territories, assign staff and schedule sales calls to minimize travel time and maximize effectiveness.

It’s time to look behind the curtain. Contact TerrAlign’s sales force consultants today and learn how your team can harvest unrealized potential and reach peak performance.

Improve Sales Call Planning with TerrAlign

August 30, 2013

TechValidate recently surveyed TerrAlign customers and found that improved sales call planning and sales territory sizing were among the top benefits realized through the use of TerrAlign’s Sales Force Effectiveness Consulting Services.

One client, a Medium Enterprise Consumer Products Company, is quoted as saying:
With TerrAlign we now have more efficient sales call planning and correctly sized territories.

Contact TerrAlign today to learn how your company can improve sales performance through intelligent sales call planning and sales territory sizing

Go Green – Cut Travel Costs

July 24, 2012

There are many steps companies can take to go green – turn off computers and electronics when not in use, install motion-sensor lights in restrooms and storage rooms, buy recycled products – the list goes on and on. Simple steps like these are not only good for the environment, but can also improve a company’s bottom line significantly over time.

For companies that spend a lot of money on travel for their employees, going green requires some planning. Tools such as video conferencing may lessen the need for face to face meetings, but often it is the face to face that gets the job done. For example, regional sales managers are typically in charge of large sales territories and need to make the rounds in order to nurture relationships with existing clients and court new ones. How can a company go green and cut travel costs if regular sales calls are vital to the bottom line?

It is not enough to simply limit the number of sales trips or use an online mapping program to plot a route from Point A to Point B. To really go green and substantially reduce unnecessary travel costs, sales managers need to do a thorough sales territory analysis to identify areas of inefficiencies. A comprehensive analysis would ask the questions:

  • How often do the sales reps need to visit each client to maximize ROI?
  • How many sales calls are needed for prospective vs. existing clients?
  • Are the sales territories optimized so that sales potential is maximized?
  • Do we have the right number of reps to achieve high sales performance?
  • Are trips structured to maximize sales force efficiency?

An efficient sales force does not happen by accident. Sales managers need to know how to take apart the engine and understand the nuts and bolts of their sales organization in order to clean the cogs and maximize sales performance.

Unfortunately, to improve sales performance most often managers focus on individual performance rather than delving into the nuts and bolts of the sales process and do not address the source of inefficiencies. If a sales territory is too big or small, or if you don’t have the right number of sales reps, or if sales reps are making too many or too few sales calls, then the problem may not be the individual but rather a failure in the system. Individual performance is sabotaged from the outset.

If your company wants to go green by cutting travel costs and improve sales force efficiency, TerrAlign can help you delve into the sales process and identify inefficiencies. Over the last thirty years we have developed a sophisticated 7-step framework that first assesses and optimizes a company’s processes, then maps sales territories, assigns staff and schedules sales calls to minimize travel time and maximize potential. We can help you take apart the engine, identify areas of inefficiency and streamline the system to minimize travel expenses and get the most out of your sales force.

When frequent travel is a cost of doing business, going green can be challenging. One way to reduce a company’s impact on the environment, and on their bottom line, is to streamline sales processes to cut out inefficiencies and minimize travel expenses.

Help Your Company Go Green by Cutting Travel Costs – Use Terralign’s Sales Force Effectiveness Consulting Services to Identify Inefficiencies and Streamline Sales Processes.

Question of the Month: Sales Force Efficiency

June 26, 2012

We want to hear from you! Answer the Question of the Month:

Where do you see inefficiencies in your organization’s sales processes?

Leave a comment and share with us your insight, opinion and experience!

Sales Force Effectiveness Consulting Services

June 26, 2012

Is your company getting the most out of its sales force? You know they are working hard, but could there be inefficiencies in the system preventing the team from reaching its maximum potential?

For over thirty years, TerrAlign has led the way in developing solutions that optimize sales resources. We have an in-depth understanding of field force deployment challenges and have worked with hundreds of companies to increase sales force effectiveness and maximize productivity.

TerrAlign offers a full array of sales force effectiveness consulting services. Our seven step framework is designed to first assess and optimize a company’s processes, then map sales territories, assign staff and schedule sales calls to minimize travel time and maximize potential.

TerrAlign’s expert consultants can help your sales force save time & money, increase profits & productivity, and maximize sales effectiveness.

Click to learn more about our Sales Force Effectiveness Consulting Services.

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